Head of Partner Sales

Summary

Join Telnyx as the Head of EMEA Partner Sales and lead the partner sales organization in EMEA. Define the vision and strategy, build partner revenue growth, expand market reach, and enhance partner relationships to drive customer adoption. Develop and maintain business relationships with partners, identify and recruit new partners, and cultivate executive relationships with strategic partners. Lead and motivate the partner organization, create performance metrics, and develop a business plan to achieve revenue targets. Oversee partner performance, track key performance indicators, and collaborate with cross-functional teams to align partner strategies with business goals. This role requires extensive experience in channel sales, partner management, and the EMEA partner ecosystem.

Requirements

• 15+ years of channel sales experience with accountability for partner-led bookings and revenue targets
• 5+ years of experience managing partner directors and managers, who lead the partner account teams
• Experience recruiting, developing, and managing both 1-tier and 2-tier channels
• Extensive understanding of the EMEA partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs, along with a solid familiarity with modern enterprise security solutions
• Proven track record in accurately forecasting partner business and meeting revenue targets
• Exceptional written and oral communication skills; must be persuasive and excel at presenting
• Strong sales management and partner operations expertise, with a proven history of meeting strategic goals
• Demonstrated ability to prioritize effectively, create strategic plans, and deliver successful sales results
• Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously
• Ability to cultivate business relationships through networking
• Willingness to travel (approx 50%+ of the time)

Responsibilities

• Develop, maintain, and strengthen business relationships with new and assigned partners
• Identify and target new in-region partners; recruit, train, and onboard them effectively
• Cultivate and nurture executive relationships with strategic partners (distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.)
• Lead, inspire and motivate the partner organization to grow and develop professionally and achieve individual and team goals
• Create and maintain metrics for each partner in the region
• Develop a business plan to achieve target revenues and objectives
• Execute on partner objectives set by regional management, including deal registration and quota retirement
• Oversee the performance of partners, ensuring they meet sales targets and adhere to company standards
• Track the partner organizations key performance indicators including growth in partner Sourced opportunities, partner attached and partner booked revenue while also monitoring related metrics: partner services, partner programs, managed services, and partner marketing performance
• Work closely with cross-functional teams, including marketing, product management, and customer support, to align partner strategies with overall business goals
• Work closely with Sales Directors to facilitate account mappings and joint selling motions
• Assist in developing support materials, including sales kits and marketing programs
• Collaborate with Sales, Marketing, and Product Training teams to ensure comprehensive partner engagement
• Work closely with field marketing to deliver events and campaigns that generate interest among partners' customers